Senior Account Manager

Job Description

Digital Account Manager – ITES | Microsoft

The Tone:
This is a full-time role at Microsoft. As a Digital Account Manager, you will play a pivotal role in establishing and maintaining robust customer engagements within the ITES sector. You will ensure customers effectively drive value from their existing Microsoft investments and guide them through their digital transformation journey. This position is central to identifying and qualifying strategic opportunities, orchestrating resources to meet customer needs, and ultimately driving the adoption and expansion of Microsoft solutions to achieve significant business outcomes.

The TL;DR
• Role: Full Time
• Type: Full-time
• Mission: This role is responsible for establishing and maintaining customer engagements, driving value from Microsoft investments, and fostering adoption of solutions through strategic cross-sell and upsell opportunities.
• Tech Stack: MSX D365

What You’ll Actually Do
• Sales Opportunity Management: Strategically identify and qualify business opportunities, guiding them through the sales lifecycle and applying common sales methodology (e.g., MCEM) to maximize customer engagement.
• Strategic Account Planning: Orchestrate customer strategy development, leading the creation of sales strategies to achieve customer goals, and presenting sophisticated Microsoft solutions in high-stakes deals.
• Renewal & Growth Optimization: Proactively manage enterprise agreement (EA) and cloud solution provider (CSP) renewals, developing tailored options, forecasting timing, and driving cross-sell/upsell to maximize customer satisfaction and growth.
• Resource Orchestration: Lead the strategic prioritization of accounts, directing cross-functional resources to develop and execute against prioritization plans that exceed quota for the upcoming year.
• Customer Advocacy & Resolution: Serve as a trusted advisor, leading in-depth analysis of customer satisfaction metrics, designing effective resolutions for complex issues, and strategically engaging Microsoft executives when necessary.
• Relationship Development: Strengthen and expand relationships with key customers across multiple lines of business, implementing tiered engagement approaches and utilizing CRM tools like MSX D365 to optimize client relationship development.
• Industry & Solution Expertise: Develop and adapt a deep understanding of customer business and industry trends, providing Microsoft’s point of view on solutions, constructing tailored use cases, and aligning customer needs with Microsoft’s broad business strategy.
• Partner Collaboration: Drive co-sell campaigns, enable partners in their go-to-market strategies, and collaborate with partners to scale resources effectively and ensure optimal customer outcomes.

The Must-Haves
• Background: Bachelor’s Degree in Business Management, Information Technology, Marketing, or an equivalent or related field.
• Experience: Minimum of 6 years in sales and negotiation experience or related work experience, or 8+ years of sales and negotiation experience.
• Skills: Common sales and delivery methodology (MCEM), Strategic account prioritization, Negotiation strategy implementation, Customer relationship management, Digital transformation strategy understanding.
• Bonus: 12+ years of sales and negotiation experience, or 14+ years in software industry sales and negotiation.